Finding 04 . Stores or rate
Volume rose 112 per cent. The stores did not.
Invoices, store by store
A REAL FINDING . TWO YEARS . DISGUISED
01 . THE INVOICES SHOWED
Volume up 112 per cent in two years.One food category, the latest year against the same year two years earlier.
02 . STORE BY STORE
The number of customers buying fell 3 per cent.Every extra ton came from customers already buying: volume per customer rose 118 per cent.
03 . THE FIX
Size what extra stores are worth at the current rate of sale.The brand is in 18 per cent of audited stores. Each store added is valued at the rate of sale the invoices already show, and the distribution target is set on that value.
The split between stores and rate of sale needs the client's own invoices, store by store.